DON'T SETTLE FOR LESS
ONCE THE DREAM is in motion, keep it in motion.
You've your entire body mechanism now moving your
dream toward your goal, so don't be tempted to settle for less.
Mentally "you've made up your mind." Keep it made up.
Only too often we are tempted to accept less, figuring,
"Oh, well, half a loaf is better than nothing,"
No, it isn't.
You cheat yourself with half a loaf. You only pick your
own pockets when you settle for less.
If you have put a mink coat in your dream, don't settle for
raccoon!
Keep the Ball Rolling
Once the train has come to a stop, it takes lots more steam
to get it moving again*
Don't stop your dream. It is too hard to get it working
again.
Play it for all it is worth. Run it dry.
If you have dreamed of a three months' vacation in Europe,
don't suddenly say, "I should be happy with one month.
Most folks don't even have that."
Yes, but most folks haven't got a dream going at full speed
like you have. They may not care. But you've got a dream
at high speed. Keep it that way. Beat your friends.
If you've dreamed to be president of the firm someday,
don't stop with vice-president saying, "I'm lucky to get this
far."
No, you are not lucky you are a fool A fool to stop
momentum. You're unlucky if you stop for less than tops.
Keep the success ball rolling.
Set Your Sights High
Be reasonable in your demands but set your sights high.
Then don't give up short of success.
Many a prospector has given up within three feet of gold.
Make success a habit, for habits are hard to break. And it
is just as easy to make success a habit as to make hard luck a
habit.
Don't quit short of success.
Babe Ruth had more home runs than any other ball player
alive but he also had more stride outs.
He learned from his failures; he did not let them dis-
courage him. His sights were high.
So aim for the top job the top salary the biggest sale
in the territory.
Aim high and you'll get high, if you don't settle for less.
Don't Let Yourself Down
If Finn R. Magnus, president of the International Plastic
Harmonica Corp., had given up too easily, he wouldn't have
made a fortune, as he told me not long ago.
During World War II he wanted a harmonica. He could
find none. Their parts had gone to war. So he made one
himself. He spent three years at it
Finally he made one with five parts instead of the cus-
tomary 80, which were impossible to secure during the war.
Today, he is rapidly becoming the world's largest har-
monica manufacturer.
He added one and one and got two.
He didn't say, "If I had the 80 parts I'd make one." Instead
he said, "How can I make one without 80 parts?"
He found a way and a fortune by not settling for less.
Don't you settle for less and let yourself down.
Which Toni Has the Wave?
Proving that the day of making a million has not gone
with the Wanamakers, the Fords, the Bloomingdales, and
the Astors, Richard Neison Harris made a million or more
with the Toni cold-wave idea.
On graduating from Yale in 1936 he refused to go with his
wealthy father in the woolen business, but borrowed $5,000.
He had an idea, (Step One). He Put It On Paper, (Step
Two). It took him several unsuccessful attempts to Know
Where to Start, (Step Three). Then he found how to Put
the Idea in Motion, (Step Four).
Still the idea "only went over in a small way." Twelve
other manufacturers were experimenting with cold waves.
Costs for machinery were expensive.
Finally, because he had never Settled For Less, (Step Five),
Harris found an inexpensive home-permanent method.
Recently, Gillette Safety Razor Company bought Harris
out for $20,000,000!
Gosh, ain't he glad he didn't settle for less?
He Didn't Settle far Less
"Ideas cost us nothing. All we do is keep our minds open
for the simple neighborly thing. To us such things not only
pay off they make business worth while."
That is how Max Hess Jr., who operates a department
store in a Pennsylvania town, sums up the success secret that
has brought him to the top.
In 1920, at the age of 20, Hess inherited a nearly bankrupt
firm. He built that business into one that sells 15 million
dollars a year in merchandise.
Here's how he did it. First, he dreamed up a monthly sale
of slow-moving items. This system helps his store to turn
over stock almost seven times a year, while most merchants
do well to have four stock turns in the same period.
Then, Hess appointed himself the official welcoming com-
mittee for new residents of Allentown. When a family moves
into town, he always sends a box of candy as a gift. The cover
of the box bears a map of the countryside showing how all
roads lead to his department store.
This is followed by a personal invitation to lunch, after
which Hess takes the guest on a tour of inspection of the
store.
Another success secret is what Hess calk his "leasing"
plan. This permits customers to purchase silver tableware at
only a few cents a week for a place setting. It helps the Hess
store stock the largest silver volume of any department store
in the country.
Little things like giving candy to a child who has a haircut
add to the store's popularity, while sending young customers
presents on birthdays also has built sales.
Here is a man who wouldn't settle for one dream in a life-
time. He made many dreams come true.
And Neither Did He
Outside of the King of England, Harry Winston of New
York has the biggest collection of historic gems.
He started as an apprentice jeweler. He used the six Steps
and now owns the Hope diamond, the Idol's Eye, the 126
carat Jonker's diamond, and a 337 carat sapphire.
He didn't stop with just one or a few of the world's most
precious jewels but persisted till he was sure he wasn't
settling for less than he had dreamed of.
And Neither Should You
As you read these many, many success stories of some of
my 1,000 successful men and women in my newspaper
column, remember, they made "theirs" in just the last ten or
20 years, in America, which is still the "Land of Oppor-
tunity."
One thousand people can't be wrong! That is, one thou-
sand who have made fortunes, such as Magnus and Harris,
not in days gone by but today - since the last World War!
You want health, independence, security, children, home,
family, love, life and liberty a mink coat, a Cadillac, a trip
around the world.
Pick your wildest dream. Just keep it within reason. Then
put this formula to work for you.
Once it is working, don't settle for less.
Be persistent. Adhere to your dream. Keep it on a single
track.
Persist! Don't give up the ship. Don't settle for less than
the entire dream!
Trains Often Back Up Before They Can Go Forward
